Field Enablement
Owner: Enablement Team / Adoption Architect
Current State Assessment
| Capability |
Readiness |
| Data Engineering conversations |
✅ Ready |
| Data Modeling conversations |
✅ Ready |
| Governance conversations |
✅ Ready |
| Backend app design patterns |
❌ Not Ready |
| Frontend app design patterns |
❌ Not Ready |
| App architecture best practices |
❌ Not Ready |
The Gap
Databricks Field Engineering is equipped to handle Data Engineering, Modeling, and Governance conversations but isn’t readily equipped to handle application (backend and frontend) design patterns and best practices conversations.
Full-Funnel GTM Gap
FE faces a full-funnel gap—not just architecture skills:
flowchart TB
subgraph Gap["FULL-FUNNEL GTM GAP"]
ID["STAGE 1: IDENTIFY<br/>❌ FE doesn't see Apps opportunity"]
QU["STAGE 2: QUALIFY<br/>❌ No qualification framework"]
PO["STAGE 3: POSITION<br/>❌ Architecture uncertainty"]
CL["STAGE 4: CLOSE<br/>⚠️ Product gaps block some deals"]
end
ID --> QU --> PO --> CL
ID --- |"Missing: Guided selling triggers"| Fix1["Enablement Priority"]
QU --- |"Missing: Use case fit criteria"| Fix2["Enablement Priority"]
PO --- |"Missing: Patterns, demos"| Fix3["Enablement Priority"]
90-Day Training Sprint
| Topic |
Priority |
Format |
Owner |
Timeline |
| Security/governance patterns |
🔴 High |
Playbook + workshop |
Adoption Architect |
Week 1-4 |
| App discovery workshop |
🔴 High |
Interactive workshop |
AA + Enablement |
Week 5-8 |
| Competitive talk track |
🔴 High |
One-pager + role-play |
Adoption Architect |
Week 9-12 |
| Reference architectures |
🟡 Medium |
Documentation |
Adoption Architect |
Month 4-5 |
| Cost/scaling guidance |
🟡 Medium |
FAQ + decision tree |
AA + PM |
Month 5-6 |
Enablement Sequencing
Week 1-4: Security/governance patterns (regulated verticals first)
Week 5-8: App discovery workshop (all verticals)
Week 9-12: Competitive talk track (all verticals)
Ongoing: Reference architectures, cost guidance (as product matures)
Current Enablement Assets
| Asset |
Coverage |
Gap |
| Apps Cookbook |
Simple examples only |
Does not show “what good looks like” |
| Architecture guidance |
Limited |
No reference architectures |
| Demo assets |
Basic |
No industry-specific demos |
Priority Training Content
1. Security/Governance Patterns
| Topic |
Content |
For Whom |
| Credential passthrough |
How Unity Catalog auth works with Apps |
All FE |
| AuthN/AuthZ patterns |
Authentication and authorization flows |
FSI, HLS |
| Data access controls |
Applying governance to app data access |
FSI, HLS |
| Compliance patterns |
Meeting regulatory requirements |
FSI, HLS |
2. App Discovery Workshop
A structured workshop to help customers identify Apps opportunities:
| Phase |
Duration |
Activities |
| Landscape |
30 min |
Map existing apps and pain points |
| Opportunity |
45 min |
Identify cockpit/vertical/horizontal fits |
| Qualification |
30 min |
Apply fit assessment questions |
| Prioritization |
15 min |
Rank opportunities by value and feasibility |
3. Competitive Talk Track
| Competitor |
Key Message |
Proof Points Needed |
| Palantir |
Open platform, better economics |
TCO comparison, no lock-in |
| Hyperscalers |
Data+AI integration, unified governance |
Time-to-value, governance story |
| Snowflake |
Full AI platform vs. analytics-only |
AI/ML depth, model serving |
Marketing Events Strategy
Why Events Matter for Apps
- Executives need to see Apps in action to say “I want that!”
- Field needs demos to reference in customer conversations
- Marketing events drive awareness and create demand
Event Calendar for Apps Visibility
| Event |
Timing |
Target Demo |
Owner |
Status |
| NRF (National Retail Federation) |
Jan |
Retail cockpit: Inventory visibility |
Marketing + Retail Lead |
⬜ TBD |
| HIMSS (Healthcare) |
Mar |
HLS cockpit: Clinical operations |
Marketing + HLS Lead |
⬜ TBD |
| Data+AI Summit |
Jun |
Flagship Apps demo (multi-archetype) |
Marketing |
⬜ TBD |
| Data+AI World Tours |
Ongoing |
Regional Apps demos by vertical |
Field Marketing |
⬜ TBD |
| AWS re:Invent |
Nov |
Apps vs hyperscaler positioning |
Marketing |
⬜ TBD |
EBC (Executive Briefing Center) Strategy
Why EBCs Matter
- Strategic customers visit EBCs for executive-level engagement
- Executives make platform decisions in EBCs
- “I want that!” moments drive Apps adoption from the top
EBC Apps Coverage Standard
| Element |
Description |
Owner |
| Apps Positioning Slot |
15-30 min segment on Apps in every EBC |
EBC Team + AA |
| Live Demo |
Interactive Apps demo tailored to customer vertical |
Industry Lead |
| Business Value Story |
ROI narrative, not just technical |
AA |
| Customer Proof Point |
Reference customer in same vertical |
AA |
EBC Demo by Vertical
| Vertical |
Demo |
Key Message |
| Retail |
Inventory visibility cockpit |
“Real-time business visibility” |
| FSI |
Risk dashboard with ML |
“AI-powered decision making” |
| HLS |
Clinical operations app |
“Data-driven care coordination” |
| MFG |
Supply chain cockpit |
“End-to-end visibility” |
| DN |
Platform productivity app |
“Democratize data access” |
“Month of Apps” Hackathon Program
Proven Model
Initiative: Retail, Travel, Consumer Goods “Month of Apps”
Initiated by: Adoption Architect
Format: Exec-sponsored internal hackathon
Duration: 1 month
Hackathon Playbook
- Exec Sponsorship: Secure VP/SVP support for the initiative
- Theme: Focus on industry-specific Apps use cases
- Participation: FE teams, SAs, Industry specialists
- Deliverables: Working App First Demos for the vertical
- Showcase: Present outcomes to field and customers
- Outcomes: [TBD - Document results]
Replication Plan
- Q1: Document playbook from Retail/Travel/CG initiative
- Q2: Launch in FSI and HLS
- Q3: Launch in MFG and DN
- Ongoing: Refresh demos annually
Actions for Enablement Team
| Action |
Purpose |
Priority |
Timeline |
| Create security patterns playbook |
Address #1 FE concern |
High |
Month 1 |
| Design app discovery workshop |
Structured opportunity identification |
High |
Month 1-2 |
| Develop competitive talk tracks |
Counter Palantir, hyperscalers |
High |
Month 2 |
| Build reference architectures |
Show “what good looks like” |
Medium |
Month 4-5 |
| Create cost/scaling guidance |
Set customer expectations |
Medium |
Month 5-6 |
| Document hackathon playbook |
Enable replication |
High |
Month 2 |
Last Updated: January 2026
